Episodes

  • “When you say ROI, do you mean return on investment or risk of inaction?” – Paul Gillin, I love this quote. Having been in sales for many decades, I know the importance of measuring ROI. However, many leaders try to measure ROI by managing their sales teams solely through numbers.

    I believe using numbers as your only metric may be dangerous. If we do not look at the behaviors that are driving those numbers, we may be missing a huge piece of improving ROI.

    YouTube: https://youtu.be/w1057KlbhTY

    About Ian Campbell: Ian is the author of Wall Street Journal Best Seller "The Value Sale" and Chief Executive Officer of Nucleus Research, where he is responsible for the company’s investigative research approach and overall corporate direction.

    He is a recognized expert on value selling and using return on investment (ROI) to assess the operational benefits of technology. Ian has written and presented extensively on various organizational topics and the importance of matching technology to business objectives.

    As an expert on technology value, he has been quoted in major business publications including The New York Times, the Wall Street Journal, and the Economist.

    How to Get in Touch With Ian Campbell:

    Email: [email protected] Website: https://www.thevaluesale.com/ Book Link: https://www.amazon.com/Value-Sale-Prove-More-Deals/dp/1544543301

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • “The confidence you have going into the sales call will determine the level of profit you have coming out.” - Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn’t feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy.

    During today’s show, my guest and I will unpack the challenge of Sales Call Reluctance and the emotional hesitation to prospect and promote. We’ll dive into the top 5 of the 16 types of Call reluctance and discuss the techniques to prospect confidently and consistently. After today’s show, you will be inspired to get your "ask" in gear.

    YouTube: https://youtu.be/7mS6m6UH1KU

    About Connie Kadansky:

    Connie is an expert in combating Sales Call Reluctance. She provides salespeople with cutting-edge strategies to boost prospecting performance. She empowers salespeople to break through mental barriers by utilizing neuroscience and innovative apps, fostering sales success and personal fulfillment. Her insights are sought after in industry publications and have been featured in leading financial media.

    How to Get in Touch With Connie Kadansky:

    Website: https://www.exceptionalsales.com/

    Email: [email protected]

    Free Gift: https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

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  • “Knowing is not enough; we must apply. Wishing is not enough; we must do.” – Johann Wolfgang. I love this quote because it is about taking action. Everything was analog when I started my business, so there was no internet or social media. Wow, how times have changed!

    Looking back, the learning curve for using social media, email campaigns, and other digital resources was like learning a foreign language. Since this is not my zone of genius, I stay in my lane with what I know: Sales! So, like many of you, I had to find experts to help me grow my digital presence. I love learning and using the various ways to get exposure to help more people and serve bigger. To me, it all seems like magic!

    YouTube: https://youtu.be/iIfREdB2cR8

    About Jenna Warriner: Jenna is a Marketing Coach, Social Media Management agency owner, and the Shiny New Clients Podcast host. Through her program Magic Marketing Machine, she simplifies Instagram marketing. She teaches small business owners and freelancers how to create a gorgeous, sustainable online presence and turn their followers into clients.

    How to Get in Touch With Jenna Warriner:

    Email: [email protected] Website: http://www.parkdalerepublic.com/ Free Gift: https://parkdale-republic.lpages.co/evergreen-webinar-registration/

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Andrea Mignolo, “I want to do business with a company that treats e-mailing me as a privilege, not a transaction.” When COVID hit, and many business activities stopped, the one thing that continued was email campaigns. Now that things are kind of back on track, are email campaigns still relevant?

    This is an essential question for all types of businesses to think about because our email lists are potentially our long-term lifeline for continued business. So, how do we create value-added emails so people not only open them but take action to investigate and buy?

    YouTube: https://youtu.be/ZpL2SFDnMTE

    Guest Eric Boggs: Eric is the founder and CEO of RevBoss, a lead-generation company focused on outbound prospecting. He has spent the last 20 years of his career building SaaS companies and advising successful CEOs (Device Magic, Kevel, UserVoice, Ignite Social, and many more).

    How to Get In Touch with Eric Boggs:

    Email: [email protected] Website: www.revboss.com Free Gift: http://www.revboss.com/secret-menu

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – John D. Rockefeller, “Don’t be afraid to give up the good to go for the great.” Good is the enemy of great, yet sales leaders hire the wrong team members or hire correctly but don’t provide long-term support.

    I have more stories than I’d like to admit here where I’ve had the worst of the worst sales leaders throughout my corporate career. Hiring the right people, developing the right people, and building a high-performing team isn’t rocket science. Yet, many organizations go through the churn and burn revolving door instead of trying the development route. Why?

    YouTube: https://youtu.be/BWI6M3kZmTc

    About Chet Lovegren:

    With over 11 years of sales and sales leadership experience, Chet started The Sales Doctor in 2020 to provide a ‘prescriptive’ approach to revenue problems and struggling go-to-market strategies.

    Chet has helped build sales processes and teams, leading to companies successfully raising over $100M in VC Funds. Chet follows a ‘prescriptive’ approach to solving revenue problems. He provides go-to-market professionals with practical and tactical info to stop the revenue bleeding from archaic practices and methods.

    How to Get in Touch With Chet Lovegren:

    Email: [email protected]

    Website: https://www.thesalesdocrx.com/

    Free Gift: https://www.thesalesdocrx.com/newsletter

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Nick Haase, “You only have so many hours in a day; let others make the money for you!" I always felt like no one could deliver or duplicate my deliverables in my career and business. Well, our working life teaches us differently. This quote nails today’s topic.

    We can’t do it alone, and if we do it right by building a high-performing team, man, the results speak for themselves, and we get to work less and make more. Sign me up…right?

    YouTube: https://youtu.be/9iRN1V6B3AU

    About Kris Ward: Kris founded the Win The Hour, Win the Day philosophy.

    After losing her husband, Kris returned to her work as a marketing strategist full-time. She was relieved that her business had not only survived her absence but was growing. Now, Kris has completely changed the landscape for entrepreneurs by sharing the successful practices that allowed her absence.

    Kris has shared the stage with Jack Canfield – in Chicken Soup For The Soul, Kevin Harrington from Shark Tank, Sharon Lechter - Rich Dad Poor Dad Co-Author, and Joe Theismann - NFL All-Star and commentator, to name a few.

    Kris is an acclaimed podcaster, and you can hear her podcast, Win The Hour Win The Day, which covers various business topics, so you can get to your next win now!

    How to Get in Touch With Kris Ward:

    Email: [email protected]

    Website: https://www.winthehourwintheday.com/

    BIG Bonus gift for you!

    www.freegiftfromkris.com

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    Subscribe to the Changing the Sales Game Podcast on webtalkradio.com, your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes. The one I’ve chosen for today’s show is no different.

    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success.

    I have found that building small things upon each other is when magic happens. Developing expertise in anything is impossible without ongoing practice and effort—a simple concept.

    YouTube: https://youtu.be/QIhBrphjbYc

    About Joel Stevenson:

    Joel is the General Manager of Direct Brands at Vendasta, which acquired Yesware in 2022, where Joel was CEO. Prior to Yesware, Joel built Wayfair’s B2B business from scratch to $400MM in annual revenue. He also ran Wayfair’s UK business and oversaw the FP&A function as Wayfair transitioned into a publicly traded company.

    Before Wayfair, Joel worked as a consultant at ZS Associates and spent the early part of his career in various sales roles. Joel has an M.B.A. from the Yale School of Management and a B.S. in Business Administration from the University of Illinois. He has a goal of being #1 for humor endorsements on LinkedIn.

    How to Get in Touch With Joel Stevenson:

    Email: [email protected]

    Website: https://www.yesware.com/

    Free Link to Yesware: https://yesware7054.grsm.io/pb7etw45xfja

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    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Bruce Lee, “Knowledge will give you power, but character respect.” I love talking about sales. Most of you have been following me for a while and know my motto for sales is selling through love, care, and respect. Respect is probably my most important word to live and sell through!

    We have one of the most important jobs in the world. Serving and helping people with our products and services that somehow help their lives, careers, or businesses. I want people to feel better after speaking with me than before they met me. This matters greatly! Sales and respect are two words that should be married together in your vocabulary.

    YouTube: https://youtu.be/4NZLcOIMID0

    About Justine Beauregard:

    Justine has been a sales coach and trainer since 2008, helping hundreds of small businesses and entrepreneurs increase their income by up to 2,300% - and having fun doing it!

    How to Get in Touch With

    Website: http://www.justinebeauregard.com/

    Email: [email protected]

    Podcast Link: https://www.justinebeauregard.com/podcast

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Carlos Ghosn, “Every single time you make a merger, somebody is losing his identity. And saying something different is just rubbish." I remember that in the ‘90s, banks underwent a huge metamorphosis of banks merging. We called it “merger mania. “

    Being part of the transition team for two different mergers, I found that with open communication, even if nothing new needed to be shared, sharing that nothing new was happening played out well for the employees, fearing they would lose their jobs. They felt included and part of the changes happening around them.

    The other critical thing was to begin to share the values and culture of our organization so the employees could start to feel safe and look forward to being part of the new, bigger organization filled with new opportunities.

    So, are merging companies the right move for organizational growth? That is the topic for my guest and me to discuss today.

    YouTube: https://youtu.be/rqq-gR4yn-Y

    About Eric Allan Eaton:

    Recently, Eric shared with me that his bank has had four organizations merge into one this past year...Yikes!

    Eric is a hardworking, honest, determined, and self-motivated individual. One of his missions in life is to leave the world in a better situation than he found it, and he enjoys seeing friends and family rewarded for hard work. He has over 15 years of branch and operational banking experience and two decades of stage and voice acting experience.

    How to Get in Touch With Eric Allan Eaton:

    LinkedIn: https://www.linkedin.com/in/eric-eaton-msc-a52b6864

    Email: [email protected]

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Brian Cornell

    “Technology is going to disrupt the future of work, perhaps sooner than we thought. We are exploring everything from AI to VR, but we see no substitute for our stores and employees. We focus on building talent and personal service.”

    Since starting my career in the 80s, I have learned to go from analog tracking to digital over four decades. Things seem to change quickly since AI has hit the main street with ChatGBT, Salesforce and other CRM systems, Email Automation, and so much more.

    The question I get asked frequently by the sales teams at the organizations where I work is, will their personalized service become obsolete because AI is so readily available?

    YouTube: https://youtu.be/8OHggsd8VnA

    About Ryan Staley:

    Ryan is the founder and CEO of Whale Boss, where he helps technology founders grow from $ 1 M to $ 30 M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.

    How to Get in Touch With Ryan Staley:

    Website: https://ryanstaley.io/

    Email: [email protected]

    Free Gift: https://www.aiforrevenue.com/sale-ai-accelerator-home

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

    #DigitalTransformation #AIinBusiness #TechEvolution #SalesTech #CRMSystems #EmailAutomation #SalesLeadership #EnterpriseSales #Adaptability #TechFounder #AIandSales #FutureOfWork #SalesStrategies #TechInnovation #SalesTraining #PersonalizedService #TechGrowth #BusinessEvolution #SalesTeam #WhaleBoss #RyanStaley #DecadesInTech #Salesforce #TechLeadership

  • Connie's motivational quote for today is by – Ryunosuke Satoro, “Individually, we are one drop. Together, we are an ocean.’” Recently, have you read any articles about new leadership skills needed to succeed? Leadership skills like agility, empathy, respectful communication, listening to employees, and more.

    As I reflect, leaders from around the globe are waking up to what true leadership should have been all along and that we have been blindly using the model used throughout corporate cultures, at least during my 40-year career. I believe that not having a tangible and duplicatable leadership culture will cost organizations millions of dollars in lost productivity and, ultimately, lost revenue.

    So, what is a great model to follow? I’m glad you asked!

    Watch it on YouTube: https://youtu.be/oTF2xqZ0Tiw

    About Kevin Hancock:

    Kevin is the managing owner and chairman of one of America’s oldest family businesses, an award-winning author, and a nationally recognized public speaker. Hancock Lumber is a nine-time recipient of the ‘Best Places to Work in Maine’ award.

    Kevin has three books published:

    Not For Sale: Finding Center in the Land of Crazy Horse The Seventh Power: One CEO’s Journey into the Business of Shared Leadership 48 Whispers from Pine Ridge and the Northern Plains

    Kevin also partners with the executive coaching firm SSCA to provide senior management training programs around shared leadership, dispersed power, and deep employee engagement.

    Kevin is a frequent visitor to the Pine Ridge Indian Reservation in South Dakota and an advocate of strengthening the voices of all individuals—within a company or a community —through listening, empowering, and shared leadership.

    How to Get in Touch With Kevin Hancock:

    Website: https://thebusinessofsharedleadership.com/

    Books: https://www.thebusinessofsharedleadership.com/resources/books/

    Leadership Program: https://www.thebusinessofsharedleadership.com/about/workshop/

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    Subscribe to the Changing the Sales Game Podcast on webtalkradio.com, your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Today James Clear and I are going to discuss his book Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones. We are going to break down how to actually change or form a habit that will stick.

    Do you have any bad habits? Come on, you know what I am talking about! If we know what is considered a good versus a bad habit, why do we still have so many that often seem to be out of control. What if I told you there is an almost foolproof way to really change up your behavior patterns - Do I have your attention?? Is this even possible?

    Connie's motivational quote today is by Stephen Covey “Our character is basically a composite of our habits. Because they are consistent, often unconscious patterns, they constantly, daily, express our character.”

    Watch this episode on YouTube: https://youtu.be/SQnM8BGpqiQ

    About James Clear - James Clear is a writer and speaker focused on habits, decision-making, and continuous improvement. His work has appeared in the New York Times, Entrepreneur, Time, and on CBS This Morning. He is a regular speaker at Fortune 500 companies and his work is used by teams in the NFL, NBA, and MLB.

    Through his online course, The Habits Academy, James has taught more than 10,000 leaders, managers, coaches, and teachers. The Habits Academy is the premier training platform for individuals and organizations that are interested in building better habits in life and work.

    How to Get in Touch With James Clear:

    Book: https:www.atomichabits.com

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    Download Free Communication Style Assessment: https://www.changingthesalesgame.com/communication-style-assessment

    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote is by - Harvey Mackay, “To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business. I love this quote. Whether your child is trying to sell you that a dog or cat is a must for your household, or you’re trying to get an idea out to stakeholders in your organization or business, we are always selling!

    How we do this varies, but at the end of the day, if we approach sales through love, care, and most importantly, word respect, I think it allows us to show up authentically and with empathy.

    YouTube: https://youtu.be/HeRcUDo5gzI

    About Grant Lira: Grant is a successful entrepreneur, international speaker, and co-founder of The Empathy Firm. His unique approach to sales prioritizes empathy and understanding over traditional tactics. At 24, he co-created The Michelangelo System, an AI-driven podcast content repurposing system. Balancing entrepreneurship and military service, Grant is also a Cavalry Scout in the Army National Guard.

    How to Get in Touch With Grant Lira:

    Email: [email protected]

    Website: https://empathyfirm.com/

    Free Gift: Email Grant with the Subject line – "Changing the Sales Game"

    Previous Podcast Episode: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000633821700

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Lou Holtz, “Your talent determines what you can do. Your motivation determines how much you are willing to do. Your attitude determines how well you do it." As the new year fast approaches, many of us are either looking for a new sales position or need to hire quality sales professionals.

    The cycle is never-ending for various reasons. So how do we stay relevant when in job search mode and for the hiring manager or business owners looking for new talent? How do we do this properly to save time and money by hiring the right person or choosing the right job?

    YouTube: https://youtu.be/vP8s-1xpNP4

    About Dan Fantasia:

    Dan has been in sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals.

    Dan has built a deep knowledge of what it takes to build and grow a top-producing business. As a proven sales leader and innovator, Dan has created a positively charged culture that promotes the good in every person, resulting in a team that has developed best-in-practice methodologies and technology that continues to revolutionize the industry.

    How to Get in Touch With Dan Fantasia:

    Email: [email protected]

    Website: https://www.treelineinc.com/

    Free Gift: https://www.treelineinc.com/sales-recruitment-resources/

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    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Alexa Von Tobel, “A good financial plan is a road map that shows us exactly how the choices we make today will affect our future.” Being a Financial Advisor and Wealth Manager for over 18 years before starting my business helped me understand the importance of having a financial plan for my personal and professional lives. Without a plan, we allow life to happen instead of creating a life that inspires us to show up and share our gifts with the world.

    YouTube: https://youtu.be/HdPX3C5e1i0

    About Grace Mei Yen Foo: Grace has been educating business owners, companies, families, and communities on industry disruptive tools that shift generational legacy. She comes from a background of heart-centered caring as a nurse for almost 40 years. Her passion for connecting the dots through education for effective and efficient solutions that bring results drives her work. Having research and data that validate outcomes allows the tools she uses to be succinct and relevant to meet the needs of those she serves.

    How to Get in Touch With Grace Mei Yen Foo:

    Email: [email protected]

    Website: http://linkedin.com/in/gracemeiyenfoo

    Free Gift: https://form.jotform.com/222814334037147

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    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by - Matt Cutts, “SEO is like a resume, you polish it, so you have your best foot forward.” As you can see from today’s quote, our topic is SEO rankings. I have asked my guest today to come back for a second time to discuss SEO since I am still working on leveraging SEO for my business because I still lack knowledge on this topic.

    So, I am personally excited to hear my guest’s thoughts about SEO generation, Google analytics, and how to leverage this unforeseen power behind my website.

    YouTube: https://youtu.be/iAwA1axVq58

    About Matt Diamante:

    Matt founded HeyTony, a leading digital marketing agency. By 2023, under his guidance, HeyTony collaborated with industry titans like Canada's premier bank, Labatt, Anheuser Busch, Nivea, and Coppertone while also bolstering numerous small businesses. Passionate about work-life balance, Matt ensures HeyTony's services drive meaningful business growth, allowing clients to lead enriched lives.

    How to Get in Touch With Matt Diamante:

    Email: [email protected]

    Website: http://heytony.ca/

    Free Gift: https://heytony.ca/understanding-seo-socials/

    Previous EOC Show With ME: https://podcasts.apple.com/us/podcast/enlightenment-of-change/id1313299091?i=1000633822291

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    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on Webtalkradio.com of your favorite podcast streaming service or here on YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – @iSocailFanz, “You have to stop treating your social media like a billboard. Turn one-way broadcasting into a two-way conversation. NO ONE has ever had a relationship with a billboard.”

    YouTube: https://youtu.be/oInZCVGWfk8

    Check Out These Highlights:

    Since COVID, I have spent a lot more money and time on my social media and email campaigns to help create a dynamic digital footprint for my business and spotlight my sales expertise.

    A learning curve exists if you have never dabbled in the various SM platforms. So where do we start or how do we continue in this ever-changing world of global business where a digital presence isn’t a good thing to have; it’s a must-have.

    About Ely Delaney:

    Ely is the creator of the Follow Up Rockstar System, helping entrepreneurs build a 24/7 automated system and go from surviving to thriving in any economy. He’s an Amazon bestseller with his books “Marketing Tidbits” and “Networking Tidbits,” and his program “Networking Like A Rockstar” has over 1373 students globally.

    How to Get in Touch With

    Email: [email protected]

    Website: https://connectwithely.com/

    Free Gift: https://convertmoreclientsnow.com/connie

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    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Fergal Glynn, “A bad habit appearing at many companies is to put reps in the unenviable position of trying to hit their quota by feverishly working through as many opportunities as they can. But this isn’t necessarily the ideal solution. Data-driven sales teams are finding that it is usually more effective to spend more time on qualification earlier in a sales cycle in an effort to only deliver the best opportunities to highly paid account executives.” I know this quote is lengthy, but the message is clear. I have been teaching many Business Development classes for my various clients.

    When I say that Business Development is 90% preparation, they all laugh. By the end of the course, the light bulbs go off. Planning and strategizing before you even begin outreach is paramount to saving time, money, and effort for every salesperson, team, or business owner.

    We think it’s a waste of time. For 40 years, I have strategized, reviewed, and self-evaluated my skill development and planned every sales call before speaking with a prospect or client. It works!

    YouTube: https://youtu.be/d2GbL807QJ8

    About Gabe Lullo:

    Gabe is back for the second time, and his expertise in sales, marketing, recruiting, and management began when he started his own business after graduation from the University of Hartford.

    He operated his own sales, training, and marketing firm for over a decade. He excelled in training sales and marketing professionals, and additionally, Gabe has had a successful career in executive recruiting.

    He has been instrumental in expanding the company's search and placement for IT, Software Development, Sales, Customer Success, Marketing, and Executive leaders. Gabe's most recent success has been with us here at Alleyoop. For many years, he has been working to build and grow the company by focusing on our culture, environment, customer success, and sales.

    How to Get in Touch With Gabe Lullo:

    Podcast Episode 150 link: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000632252787

    Email: [email protected]

    Website: https://alleyoop.io/

    Stalk me online!

    LinkTree: https://linktr.ee/conniewhitman

    Download Free Communication Style Assessment: https://whitmanassoc.com/csa/

    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • My motivational quote is by - Daniel Lubetzky, “Empathy is one of our greatest tools of business that is most underused.” OMG, when I found this quote, I knew it was the winner for today’s topic. For the past 40 years, Empathy and understanding have been a core piece of how I developed my career and, for the past 22 years, my business.

    Empathy isn’t about being weak. On the contrary, it’s where strength and integrity come from. Especially in sales, I see the need to be empathetic before we can show how brilliant we are or the solutions we provide.

    YouTube: https://youtu.be/f05zrQjflO0

    About Grant Lira: Grant is a successful entrepreneur, international speaker, and co-founder of The Empathy Firm. His unique approach to sales prioritizes empathy and understanding over traditional tactics. At 24, he co-created The Michelangelo System, an AI-driven podcast content repurposing system. Balancing entrepreneurship and military service, Grant is also a Cavalry Scout in the Army National Guard.

    How to Get in Touch With Grant Lira:

    Email: [email protected]

    Website: https://empathyfirm.com/

    Free Gift: Email Grant with the Subject line – Changing The Sales Game

    Stalk me online!

    LinkTree: https://linktr.ee/conniewhitman

    Download Free Communication Style Assessment: https://whitmanassoc.com/csa/

    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

  • Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes. The one I’ve chosen for today’s show is no different.

    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success.

    I have found that building small things upon each other is when magic happens. Developing expertise in anything is impossible without ongoing practice and effort—a simple concept.

    YouTube: https://youtu.be/QIhBrphjbYc

    About Joel Stevenson:

    Joel is the General Manager of Direct Brands at Vendasta, which acquired Yesware in 2022, where Joel was CEO. Prior to Yesware, Joel built Wayfair’s B2B business from scratch to $400MM in annual revenue. He also ran Wayfair’s UK business and oversaw the FP&A function as Wayfair transitioned into a publicly traded company.

    Before Wayfair, Joel worked as a consultant at ZS Associates and spent the early part of his career in various sales roles. Joel has an M.B.A. from the Yale School of Management and a B.S. in Business Administration from the University of Illinois. He has a goal of being #1 for humor endorsements on LinkedIn.

    How to Get in Touch With Joel Stevenson:

    Email: [email protected]

    Website: https://www.yesware.com/

    Free Link to Yesware: https://yesware7054.grsm.io/pb7etw45xfja

    Stalk me online!

    LinkTree: https://linktr.ee/conniewhitman

    Download Free Communication Style Assessment: https://whitmanassoc.com/csa/

    All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

    Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.